Hope Unit NC Packet 2 Success Guidehopeunit.weebly.com/uploads/7/4/6/2/7462854/hope... · !6 Conducting a Facial In,some,cases,a,customer,may,prefer,to,have,a,single,facial(one,person)or,a,double,facial(two,people)rather,

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HopeUnit Helping Other People Excel

Now that you’ve completed your First Steps Packet, this is your go to Success Guide for your business. This contains the details for the foundation of success and growth

so that you can reach your dreams and achieve your goals!

Janelle Alderfer

New Consultant Packet 2:

Success Guide

Packet designed by EdensSite.com

http://EdensSite.com


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Introduction

The Mary Kay Mission: To achieve preeminence in the manufacturing, distribution and marketing of personal care products by providing personalized service, value, convenience and innovative solutions to consumer needs

through our independent sales force

Congratulations on becoming part of the finest teaching-‐oriented skin care organization in the world. As an independent Mary Key Beauty Consultant, you have joined millions of women around the globe in a unique experience

Mary Kay offers you:

• Income equal to your ambition.

• Professional career.

• Warm atmosphere for personal growth.

• New friends.

• Exciting rewards and travel.

Mary Kay Cosmetics was founded in September 1963 by Mary Kay Ash and her son, Richard Rogers. Mary Kay had just retired from a successful career in direct sales, and decided to draw upon this experience to create her own “dream company.”

She wanted it to offer women an unprecedented opportunity for income, with no territories or middlemen to limit earning potential. Advancement and rewards would be based strictly on performance, and the Company’s guiding philosophies would be the golden rule, the “go-give”spirit a commitment to giving, not getting—and the priorities of God first, family second and career third.

Mary Kay had already discovered the perfect product for her dream company: a line of home-produced cosmetics that she had been using for years with excellent results. She decided not to market them in a rushed, impersonal world of retail stores. Mary Kay wanted to teach skin care, the give customers personalized service and a chance to try products before they bought them.

Her unique marking concept was the skin care class, limited to five or six persons, held in the relaxed atmosphere of the home. An independent, professional Beauty Consultant would instruct and guide the guests in a complimentary facial using the Company’s products.

In 1963, Mary Kay and nine other Beauty Consultants formed the sales force of Mary Kay Cosmetics; Inc. Richard Rogers managed the business from a store-front location with two employees and a single shelf inventory.

Today Mary Kay’s dream company has millions of independent Beauty Consultants; a striking headquarters building and its own manufacturing facility in Dallas; five regional distribution centers around the country; operations in Guam, Puerto Rico and the Virgin Islands. Mary Kay has expanded it’s boundaries into international markets with major subsidiaries in Canada, Australia, West Germany, Mexico and Argentina; and retail sales in the billions




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Your Relationship with the Company

As a Mary Kay Beauty Consultant, you are an independent, self-‐employed business person. When you sign your Beauty Consultant agreement, you become an independent contractor. You will buy products directly from the Company at wholesale prices and sell them to your customers at your retail prices. The difference between wholesale cost and your retail selling price represents your gross profits.

Even though you are not an employee of Mark Kay Cosmetics, as a Beauty Consultant you benefit from the Company’s fine products, outstanding reputation, name recognition, advertising and marketing support

A Way of Life

As an independent Mary Kay Consultant, you are in the business for yourself but never by yourself. With Mary Kay, you have many resources to draw upon for help, support and guidance. The Company’s marketing plan leaves essentially nothing to chance. It has been proven successful by millions of women with little to no previous experience in sales.

Your weekly unit meetings will be a major source of inspiration, education, and motivation. Make it your goal to attend every meeting. You will get to know the members of your unit and experience the team spirit that is so important to success. Your unit will have goals of its own which you will share as part of a team.

As your career progresses, take the opportunity to attend other unit functions, training workshops, Career Conference and – once a year—SEMINAR in Dallas, with its three days of excitement, learning, recognition and camaraderie.

Company-‐developed training aids are another resource for your new career. Study your “Start Something Beautiful” Magazine and DVD that comes in your starter kit to help you get started in your career and teach you how to conduct a skin care class. You’ll find more information on the videos in the “Mary Kay Start Something Beautiful” Magazine. As a Consultant, you will receive Applause® magazine each month. Read it and find recognition, company and product information, and educational articles. You’ll find more information on the videos on the Silver Wings Program on InTouch

The Mary Kay Image

In your community, you are Mary Kay. Upholding this positive, professional image will be a satisfying and rewarding experience for you.

Wear a dress, suit or skirt combination to skin care classes and other Mary Kay functions. “Dressing for success” works. You take yourself more seriously when you are well dressed and groomed, and so do others. Many Consultants dress the Mary Kay way at home when making business calls to help them feel (and sound) more professional.

You will want to uphold the highest standards in your dealings with customers and sister Consultants, as set forth in the Mary Kay Beauty Consultants code of ethics. Read the code and make it your own.



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Mary Kay Beauty Consultant’s Code of Ethics

1. The golden rule and the true “go-‐give” spirit are practiced in all facets of Beauty Consultant’s business.

2. Using Company-‐supplied literature and the “Start Something Beautiful” Magazine as references , the Mary Kay skin care program, other Mary Kay products, and all facts concerning a Mary Kay career are presented to customers and to prospective Consultants in a truthful, sincere and honest manner.

3. When serving any customer with Mary Kay, the Mary Kay Beauty Consultant always keeps in mind the customer’s needs

4. Every Mary Kay Beauty Consultant reflects the highest standards of integrity, honesty and responsibility in dealings with customers or fellow Consultants.

Satisfaction Guarantee

Mary Kay Cosmetics, Inc,’s satisfaction guarantee contributes to your good image as a Mary Kay Beauty Consultant. This guarantee demonstrates to your customers the Company’s – and your—commitment to fair-‐dealing and customer satisfaction.

Read the satisfaction guarantee and resolve to uphold it cheerfully. By working with your customers to achieve their satisfaction, you will be enhancing your own professional reputation and career.

“It is the policy of the Mary Kay Cosmetics, Inc. to stand behind its products sold by its independent Beauty Consultants, and Mary Kay Cosmetics is confident consumers will find these products satisfactory in every respect”

“If for any reason, however, you are not completely satisfied with any Mary Kay product, it will be replaced, without charge, cheerfully exchanged, or the full purchase price refunded following its return to your authorized Mary Kay Beauty Consultant, or if she is longer active, to the Company with proof of purchase.”

(Information on how to handle replacements, exchanges and refunds can be found on Mary Kay InTouch)




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Teaching Skin Care The Mary Kay skin care class offers women a unique way of buying cosmetics. Customers gather in the informal, friendly surrounding of the home where you, their professional Beauty Consultant, teach them about basic skin care and the application of glamour products during a complimentary skin care class.

The guests will have the time and the opportunity to try the products before buying them. They will learn which products and formulas are best suited to their apparent skin types. Because the group size is purposely kept small, it will prove to be a personalized experience for each of them.

(We speak of “giving a facial” but, as a Beauty Consultant, you never actually touch faces of guests. To do this might violate certain state laws. Instead, you demonstrate, inform and teach your guests as they give themselves facials.)

The purpose of the Mary Kay skin care class is to teach an easy-‐to-‐follow program of skin care and basic glamour. Some women buy cosmetics without knowing how to take care of their skin. If they buy their cosmetics in a drug or department store, it is impractical to fully remove makeup and carefully try new products, even if samples are available.

A small group gathering in the home turns this experimentation into fun for everyone. The atmosphere is relaxed and the lighting is natural. Each guest works with the products herself, so she will learn how to achieve the same results at home.

Another attractive aspect of a typical skin care class is immediate delivery. Mary Kay’s product ordering system encourages Consultants to keep plenty of basic skin care, skin supplements and glamour on hand. It also allow you to inventory other products (fragrances, sun protection, men’s products and limited edition items) or take advantage of special option orders, ordering these products on a smaller quantity, “as needed” basis. After guests spend time learning to use the products and experiencing the benefits, their motivation will be high. They will buy more when they know they can take the products with them and begin their skin care program right away while what they have learned is fresh in their minds. Immediate delivery of products demonstrated at the class offers you additional advantages in saving time and expenses in arranging a later delivery. If a customer orders an item you do not have on hand, schedule her follow-‐up facial to coincide with her product delivery, after you have received your special option order.

The skin care class is the heart of the Mary Kay marketing plan. It will be your major source of sales, additional class and facial appointments (called “bookings”) and recruits.

The Mary Kay skin care class, however, is not an exercise in high pressure sales. Most Consultants “tell” rather than “sell” as they explain why they personally are pleased with products and their Mary Kay career. It is the best approach in each class with the “go-‐give” spirit. Learn to put your guest’s needs before your own and you will succeed.

Benefits of a Skin Care Class

• Personalized attention

• Fun and Relaxing atmosphere

• Guests try before they buy

• Guests work with the products themselves

• Immediate delivery Packet designed by EdensSite.com



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Conducting a Facial In some cases a customer may prefer to have a single facial (one person) or a double facial (two people) rather than a skin care class. The purpose of the facial is to get the customer started on basic skin care. For this reason, you will want to concentrate on the skin care pages in the script provided by your Recruiter or Sales Director. Plan to concentrate on glamour during the customer’s check-‐up facial. The individual or double facial should run 45 minutes to an hour maximum.

Be sure to get a referral from facial customers. This is the key to building your customer base. Stress to your customer since she enjoyed her facial so much—does she have a friend she thinks would also enjoy experiencing a Mary Kay facial? Coach your customer on the benefits of sharing her check-‐up facial with four or five friends. Always try and obtain a booking or at least one referral. That way, facials can be an additional and profitable avenue of income.

Perfect Start Club

Make becoming a member of the prestigious “Perfect Start” club your first goal as a Mary Kay Beauty Consultant. The accomplishments necessary to join the club and receive its beautiful pin are exactly those that will get your new career launched in the best possible way.

Qualifying for the “Perfect Start” club is your first step in advancement with Mary Kay Cosmetics. You will find the requirements for each step are based solely on performance, and each will bring you new recognition, rewards and greater income potential

To become a member of the “Perfect Start” club, you must:

• Study and complete your “Perfect Start” script

• Observe three skin care classes or observe two classes and view the “Mary Kay Skin Care Class” video on the DVD provided in your starter kit

• Book eight skin care classes

• Hold at least five classes within two weeks of receiving your starter kit

Talk with your recruiter or Director and she will happily work with you to fulfill the “Perfect Start” requirements. You will find a “Perfect Start” worksheet in the back of this workbook which you should use to list information about the classes you observe, book and hold. When you have completed the requirements, have your recruiter check your worksheet to become a part of the “Perfect Start” club. You can look forward to your Director awarding your “Perfect Start” charm at a unit meeting, with your sister Consultants there to applaud your accomplishment. Wear it proudly. This will be the first of many times your achievements are recognized in Mary Kay—from your unit meetings to awards night at Seminar.

(For more information about advancement opportunities, refer to your Start Something Beautiful” Magazine)




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Booking The appointments you make for skin care classes and individual facials are called bookings. They are the lifeline of your business as a Mary Kay Beauty Consultant. In order to introduce Mary Kay products and obtain orders (and later reorders), you must hold classes, and to hold classes, you must first book them.

As simple as it sounds, perhaps the most important advice for booking is not to pre-judge. You will never know if someone will say “yes” until you ask. As with everything in Mary Kay, success in booking is mainly a question of attitude. Greet every prospective hostess with enthusiasm, self-confidence and a positive attitude, and you will have plenty of bookings!

Everyone you know is a booking prospect. In your First Steps Packet, you wrote down at least 25 names. These will be your 1st booking prospects. Congrats, these are your first booking prospects. From this list, book eight classes for your first step toward a perfect start. Each of these classes, in turn, you will bring new booking prospects. Before you know it, you’ll be on your way.

Put a star beside the names of your best prospects. Decide which ones to telephone and which to talk with in person (you even have social networking). Review your schedule and set aside a specific time for telephone calls. Wear a dress, suit, or skirt combination to add confidence to your voice. You take yourself more seriously when you dress professionally and so do others.

Sample Booking Script You might find the following script helpful in calling the people on your list. It has been proven successful by many Consultants. This may sound silly, but practice your script in front of a mirror and remember to smile :)

When you use this script, chat with the person for a minute and then tell them why you are calling. Say this script, straight through, without pausing for a response. You want her to react to the whole of what you are saying, not the parts. That way, she will understand that your request is made on a professional basis.

Booking Script:

"Let me tell you why I'm calling, I am SO excited because I have just decided to start my own Mary Kay business and as part of my training, I will hold 5 skin care classes in the next 2 weeks. The company recommends that we be very selective with the women we choose, since they will literally be the foundation of my new business. So they suggest we look for people who are outgoing, friendly, sharp and supportive. And (name), I immediately thought of you. Is there any reason why you couldn’t be one of my first 5 practice skin care classes? I think you'd be great! All you have to do, is invite some girlfriends and have 3-‐4 friends over for a complimentary facial and I'll do the rest. Which is best for you, the beginning or end of the week? Etc...

By phrasing your request in such a personal and positive way, you will significantly enhance the likelihood of a "yes" response. Presenting two, specific, positive alternatives at the end ("first part of the week or last" or "afternoon or evening" instead of "maybe this week or next? or "what time of day") further encourages an affirmative answer. This is a technique you will find very useful in booking, closing the sale and recruting.

Even if the response is a "no," don’t be discouraged. Often a "no" is really a request for more information. And if not, you never would have known the answer without trying! Go on to the next person on your list.





Overcoming Objections When the woman you are talking with hesitates or says “no”, there are usually many different thoughts running through her mind at once. Here are some common objections you may encounter and how to respond to them:

I’M TOO BUSY

I know exactly how you feel, everyone’s life is crazy these days! That’s one of the main reasons I called you! First of all, I love working with busy people because they are the ones who are out there making things happen and they need to LOOK GREAT while they are doing it. And secondly, I’ve found that so many of my extremely busy customers appreciate the CONVENIENCE OF THE SERVICES I PROVIDE. I’m pretty sure that I can SAVE you BOTH TIME AND MONEY. Is there any reason why we couldn’t get together so that you could see what I do? I think you might be pleasantly surprised by what I have to offer you.

I USE BRAND X

That’s great! I’m so GLAD you told me that. It shows me that YOU UNDERSTAND THE

IMPORTANCE of proper skin care and YOU ARE WILLING to spend some time and money on it. (Brand X) has some very good products! That is all the more reason that I would VALUE YOUR OPINION on our newest skin care line. I’m not asking you to give up your (Brand X), but I WOULD LOVE FOR YOU TO COMPARE what you are currently using to what we have to offer and just give me your opinion.

MARY KAY IS TOO EXPENSIVE!

I’m SO GLAD you told me that you feel that way. That seems to be a common misconception among a lot of people. What I’m finding recently is that many of the women who are coming into my office to try Mary Kay are now telling me that they are surprised at how INEXPENSIVE Mary Kay is. Actually, we are right in the middle of the road. We are not as cheap as what you would buy off the wall at Walmart, but most of the time we are far less expensive than the more upscale department store brands. But let me assure you, there is NO BETTER QUALITY AT ANY PRICE. May I ask what you are currently using as far as a skin care program? (listen) Well, I can certainly understand why you think Mary Kay would be expensive compared to that, but do you know what I’ve found? I’ve found that most of my clients end up SPENDING A LOT LESS MONEY when they take advantage of ALL THE SERVICES I OFFER. They have TOP QUALITY products which have ALL BEEN PERSONALIZED JUST FOR THEM AND ARE 100% GUARANTEED. THEY HAVE FEWER ITEMS AND THEY USE EVERYTHING THEY HAVE! Plus, don’t forget the opportunity to receive GREAT DISCOUNTS through our great HOSTESS and REFERRAL programs. Do you see how having your own personal skin care and beauty consultant (whose services are FREE) could really be quite economical for you? (listen)

You know (name) I’m not asking you to BUY Mary Kay today, all I’m asking you to do is TRY! If you haven’t had that opportunity recently, I would consider it a GREAT PRIVILEGE to be able to introduce you to what we have to offer. IF AFTER TRYING IT you still feel that Mary Kay would not be worth the investment, then I will totally respect your decision. All I’m asking is that you give me a chance to serve you. Is that fair? (listen) What does your calendar look like over the next two weeks?

MARY KAY MAKES ME BREAK OUT!

Thank you for telling me that. I’m so sorry you had a bad experience in the past. Can you tell me what happened? (You want to find out if the situation was resolved to her satisfaction at the time. If it wasn’t, help her resolve it NOW before

she actually purchase products and become unhappy after a period of time? (which indicates more of a formula



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you proceed). Ask her questions like: Did she have an immediate allergic reaction to something she tried at a class or did she actually purchase products and become unhappy after a period of time? (which indicates more of a formula related issue). Did she let her consultant know about the problems she was having? Did she work with her on it? Was she able to get her money back? Does she still have any of the products? Is she aware that you can still honor our 100% guarantee?

Tell me, (name) do you consider yourself to have sensitive skin? Has anything like this ever happened with any other products that you’ve tried? (If she says “yes”, then empathize with her that it must be very difficult for her to have such a problem. Ask her if she has found anything that she can use.) Then proceed with: (name) I can certainly understand why you would be hesitant to try Mary Kay again after having that kind of experience in the past. But I have found that if anyone does have trouble with a product, IT IS NOT THE NAME “MARY KAY” she is allergic to. It is a single ingredient in one particular product or it is a formula adjustment issue. There is no possible way you could be allergic to the entire Mary Kay line because there are far too many products and formulas available. If you would be willing to work with me, we could start out with a product line that you are not afraid of, like our satin hands or our fabulous private spa sets, and we could just “test market” on the inside of your arm with what ever you wanted to try. Our products keep changing all the time and I am so excited to show you everything that we have to offer right now. I would consider it such a privilege to have the chance to introduce you to the “new” Mary Kay. I just know there will be something YOU’LL LOVE! What does your schedule look like?

I DON’T WEAR MAKE-‐UP!

You are my FAVORITE kind of person to work with! Mary Kay is primarily about skin care and the less time we have to spend on glamour, the better I like it! I never used to wear any makeup either, but I found that I fell in love with the skin care program right away. When you don’t take the time to wear cosmetics, good skin care becomes even more important! I would LOVE TO GET YOUR OPINION of our PERSONALIZED PRODUCTS! Tell me, do you consider your skin to be dry, normal, combination or oily? Does it change much from season to season? Is there any particular thing about it that you would like to change if you could? GREAT! When can we get together? This week or the week after? (You also can suggest body care, satin hands and lips, sunless tanning etc. if they are unresponsive to facial skin care needs).

LET ME CHECK WITH MY FRIENDS AND I”LL GET BACK WITH YOU

That would be GREAT, but you know what would work even better? My schedule is so busy and I know yours is too. Why don’t we set up a tentative time that will work for us, and if it works for a few of your friends, fine. WE’LL NEVER FIND A TIME THAT WORKS FOR EVERYONE. The ones who can’t make it can set up their own time to get together with me and I will give YOU referral credit on whatever they buy. This way we at least have a time slot reserved. I have Mondays and Wednesdays available. Which works better for you?

Book Within the Next Two Weeks

Focus your booking efforts 2 weeks out. Do not concern yourself with classes any further in the future. The skin care classes and facials you book for the coming week will produce bookings for the following weeks and so on. Classes booked 3 or more weeks ahead of time run a greater risk of being postponed or cancelled.

Remember: Concentrate on 2 weeks at a time

Don’t worry about booking more classes then you can comfortably schedule. You will probably find that if you book eight classes you will hold five. If you overbook and the classes do hold, you can ask a sister consultant or your Sales Director to fulfill your commitment to the hostess. This is called a dovetail. As dovetailer, you should receive 15% of the retail sales from the classes. The consultant who holds the class will keep any bookings. This technique is




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If a person on your list is not able to hostess a skin care class, ask her if she knows of someone who might be interested. This is called a referral. Booking from referrals can be a major source of both skin care class and facial appointments.

Make it a habit to ask for referrals. At your skin care classes, you will want to ask both your hostess and the guests. You will also want to inquire about referrals when you call your customers to check on their satisfaction with the products, schedule a second facial or discuss a reorder. This is what our Unit uses as a fun referral game at parties:

Referral Script: Hi Aimee! My name is Janelle Alderfer and I am Emily Fredericks friend and Mary Kay beauty consultant. She had a facial with me this weekend ( or whenever the facial was held) and I asked her if she knew of anyone who deserved some pampering and she said you did!! So she has a gift waiting for you :) Just text me back so that I know I have the right number and I will explain

your gift!

Once they respond: Ok great so here is what your gift includes:an anti aging spa facial with skin care customized to your skin type and an exfoliating lip and hand treatment! Customized foundation matching and a quick dash out the door color look because nobody has an hour to do their makeup these days! I also have a gift certificate for you :) What works better for you, a weeknight or a weekend?

After they book: So you won the $10 gift card, but I can bump it up to $30 if you have 3 friends join you or $100 if you want to take advantage of my hostess credit. So what's better for you, $30 or $100?


Name PhoneBest Way to Reach Text / Call

(Circle One)

1 ( ) Text Call

2 ( ) Text Call

3 ( ) Text Call

4 ( ) Text Call

5 ( ) Text Call

6 ( ) Text Call

7 ( ) Text Call

8 ( ) Text Call

9 ( ) Text Call

When you list the names and phone numbers of your friends or family members, they will receive a fabulous

free makeover.

Fabulous

CONTEST: Be the FIRST to Fill in all lines and win a fabulous gift!

Free Makeover to your friends and Family!

9 ( ) Text Call

10 ( ) Text Call

11 ( ) Text Call

12 ( ) Text Call

13 ( ) Text Call

14 ( ) Text Call

15 ( ) Text Call

16 ( ) Text Call

17 ( ) Text Call

18 ( ) Text Call

19 ( ) Text Call

20 ( ) Text Call

Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________

Please be assured that I treat each friend or family member with the utmost care and respect! Thank

you for supporting my small business!

Referrals



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Coaching Coaching prepares your hostess to hold an enjoyable and profitable skin care class. You will want to explain her role as a hostess, give her helpful literature, answer questions, and build her enthusiasm!

Effective coaching will significantly increase your class sales by making your hostess an active business partner. Your personal attention will reinforce her commitment to hold the class as scheduled and help her successfully prepare for it. Her participation involves inviting guests, seeking orders from those unable to attend, and helping you to identify booking and recruiting prospects.

In coaching, you will also assist your hostess in setting a goal for herself by explaining hostess credit and determining what gift or products she would like to earn.

You have 3 main opportunities for coaching a skin care class hostess:

• When you book her skin care class (preliminary coaching)

• When you call to ask for the guest list (telephone coaching)

• When you arrive at her house-‐30 minutes before the class (kitchen coaching)

The 3 opportunities are typically separated by a few days and each builds upon the previous one. Preliminary coaching gives you an opportunity to explain her role as your business partner and establish what she needs to do in order to have a successful party.

In your Telephone coaching,, you can spend more time helping her with the guest list if she is having difficulties. When you arrive at her home, you will want to review the coaching points covered previously and then go on to discuss booking and recruiting prospects among the guests. This is Kitchen coaching.

Hostess Packet should include:

1. Hostess brochure explaining hostess credit-‐ included in Starter Kit

2. Look Book so she can see what she wants to earn for free and for getting outside orders

3. Sales tickets for outside orders

4. Business Card

5. Team Building brochure (optional)

Preliminary Coaching

When you book a hostess in person, be sure to write her name, address and phone number in your datebook and give her a hostess packet. If you book them over the phone, deliver or mail her packet right away. These are the main points you want to cover with her when giving her the hostess packet

1. Be enthusiastic! Let her know how fun the party is going to be!!! If you are excited, she will be excited :)))))

2. Help her come up with ideas of who to invite (inviting 20-‐30 women will result in about 4-‐5 guests)

3. Tell her that you will call her in 2 days (telephone coaching) to ask for her guest list Packet designed by EdensSite.com



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CoachingContinued 4. Show her sales tickets, the Look Book and any other literature. Explain that any orders she turns in at the

time of the class will count towards her hostess credit.

5. Help her set of a goal of how much she would like to earn in hostess credit and what she would need to do in order to earn that amount

6. Ask her who she thinks out of the guests coming, would like to book a party or would be a possible recruit.

7. Make sure the hostess knows that you are committed to being there for her rain or shine and that you know you can count on her too. Let her know that if for some reason you are unable to come, you will send someone equally as good in your place. Let her know how important she is to your business and how much you appreciate her!

Pre-‐Profiling

Once you receive your guest list from the hostess, you will want to contact each guest 2-‐3 days prior to the party, via text or call, to gather some information from them to help you prepare for the party and start to build a relationship with each guest.

Here is a sample script to use when pre-‐profiling:

Hi Allison! My name is Janelle Alderfer with Mary Kay and I will be doing Mary's party on Saturday. I am so excited that you are coming!! I just have a few questions for you about your skin so that I know just what to have set up for you: 1. Would you say your skin is normal, dry, oily or combo? 2. Have you ever tried MK products before? If so, how long ago? 3. Do you have any specific skin care concerns such as anti-‐ aging, blemishes, large pores ext? 4. Will anyone be joining you? If so, I will have a little gift for you for bringing a friend and helping Mary get as much hostess credit as possible :)

Pre-‐profiling each guest helps you to prepared each persons spot ahead of time with the correct skincare formula and it also reminds the guest of the party! This is also the start of your relationship with her and leads to higher attendance at parties. In the unlikely situation that the hostess is uncomfortable giving her guests contact information, you can have the hostess ask each guest these questions and then get back to you with their answers.




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CoachingContinued Hostess Credit

Hostess credit is your way of saying "thank you" to your hostess for having a skin care class in her home (or at our studio) It builds goodwill and helps make her an enthusiastic partner. By coaching her well and offering hostess credit, you will find that your hostess will respond with referrals and good "word of mouth" advertising among her friends. Hostess credit puts your hostess goals in line with your own: more bookings and increased sales benefit both of you.

Reminder Card

If your hostess' skin care class is more than 5 days away, send her a reminder card to reinforce your coaching and her commitment. These can be made up by with you some card stock or you can purchase generic postcards off MK Connections.

Managing Your Business As a Mary Kay Beauty Consultant, you are an independent business person, responsible for managing your own business. At first glance, this may not seem as much fun as holding your skin care classes and facial and making new friends through booking and recruiting, but it has its own reward in more income for you. Proper money management is essential to any business.

Your primary source of income as a consultant will be from the sale of products. You will be purchasing these products directly from the company at wholesale prices and selling them to your customers at retail prices.

Establishing good business habits and learning time and money management techniques will increase both your potential income and your actual profit or "take home pay." All businesses require paperwork and to help you with yours, Mary Kay Cosmetics has developed forms and materials to make record keeping easy, fast, and efficient.

As Mary Kay stresses, "You are in business for yourself but never by yourself," and that also applies to learning how to manage your business. Your recruiter and Sales Director will be of great help to you in organizing your new business. Others helped them get started, and they are ready to help you in the best "go-‐give" spirit.




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Your Three Roles

Your management concerns can be divided into three basic areas; time management, money management and customer service management. These areas correspond to the three main roles you play as an independent business person:

*President (self and time management)-‐ Sets goals, makes plans, organizes activities, manages time

*Treasurer (money management)-‐ Makes deposits in business bank account, keeps track of income and expenses, plans inventory purchases

*Beauty Consultant (customer service management)-‐Holds skin care classes and facials, books, recruits and provides consistent follow-‐up service.

In this section, we will focus on your roles as President and Treasurer-‐on time and money management. You have been learning about your role as Beauty Consultant throughout this workbook, and you will continue to improve on these skills as you gain more and more experience serving your customers.

These business materials will help you wear the hats of president and treasurer:

1. Datebook.

2. Weekly plan sheets.

3. "Six most important things I must remember to do tomorrow" lists.

4. Sales tickets.

5. Sales record envelopes.

6. Weekly Accomplishment sheets.

All these materials can be ordered from the Company. Used consistently, they will make it easier for you manage your business and keep useful records. If you remember to "keep it simple, and do it now" you will have a daily visual reminder of your Mary Kay business activity and income.

The secret is to do something for your Mary Kay business every day. Be consistent in your effort and you will have the immense satisfaction of seeing your business -‐ and your income-‐ steadily grow!

Time Management Your most valuable resource as an independent business person is time. Every consultant starts with the same 24 hours in a day; how you use that time determines your success. The key elements in effective time management are goal-‐setting, working in an organized manner, planning and setting priorities.

1. Set Goals. Be very clear and specific about what you are working toward, then you can plan how to get there. review your reasons for joining Mary Kay and what you hope to accomplish.

Now formulate these intentions as specific goals. Keep them simple, realistic and concrete, but make yourself "stretch". What do you plan to do with your earnings? How soon?




!15

My short-‐term goals: (example: new carpeting, home entertainment center, car down payment: in one month, in three months, etc.)

_________________________________________________________________________________________________

My long-‐term goals: (example:( children's college, vacation home, sailboat, etc.)

_________________________________________________________________________________________________

Make your goals as much of a visual experience as possible. Post them where you will see (and read) them everyday-‐ perhaps on your refrigerator or mirror. Better yet, cut out pictures illustrating them and create your own "Goal Poster". Share your goals with your sister Consultants. Their encouragement will you reach them.

To start your own personal plan of action, indicate below the number of hours you have to spend on Mary Kay activities each week. Also indicate the income goal you'd like to achieve each week.

Number of hours each week: ________________________________

Weekly income goal : ______________________________________

2. Organize. Begin by establishing a work area in your home for your Mary Kay business: a place to make phone calls, keep records and supplies, and to store inventory. You will want a desk or table, perhaps a cardboard accordion file to hold forms and literature and some shelves for inventory.

Get into the habit of using your datebook at skin care classes to schedule more classes, and to organize your time. It is a wonderful tool for keeping track of all activities each day of the week. Don't limit it to business appointments: include family and personal activities. You can also use your datebook to keep track of income and for noting incidentals expenses and mileage. Jot down even the smallest of business expenses (such as, cotton balls): they mount up and are usually tax-‐deductible.




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Keep your datebook with you at all times, so you can write down appointments and obligations at the moment you make them. A busy datebook enhances your professional image when you show it to a prospective hostess for choosing a booking date.

3. Plan. If you "plan to work and work your plan" you will accomplish more. Mary Kay points out that most of us carefully plan our vacations, but let our work days just ramble along

Then map out all the major activities you can for the week:

• Family time.

• Church and school activities.

• Unit meetings.

• Skin acre classes and facials.

• Orientation training.

• Telephone time (reorders and referrals).

• Deliveries.

• Club meetings, recreational activities.

• Personal time, errands, etc.

• Training workshops.

as you fill out your weekly plan, you will discover errands and activities that can be coordinated and combined to save you time. Planning helps you organize and balance your time. Do it for a few weeks, and you will find that you are accomplishing more without feeling rushed or pressured.

Post your weekly plan sheet in a prominent place in your home so your family will know where you will be during the week. Include your phone numbers with your appointments, should your family need to contact you in an emergency. Does the number of hours for your Mary Kay business correspond to your goal

4. Establish priorities. As you plan your time, plan to use it wisely. Prioritize the tasks that you must do yourself. Look for ways to delegate other routines activities which you do not need to do personally.

For example, it is better to hire someone todo the housework whom you pay with the income from a two hour class than spend the day doing it yourself.

Many consultants pay their children to help them with time-‐consuming tasks, such as putting labels on products, stamping literature with your name and phone number and unpacking merchandise orders.

Use your "six most important things I must do tomorrow" list to make each day productive and satisfying. It is a guaranteed system for helping you accomplish your most important tasks (space is also provided in your datebook for this purpose). Here is how to use it.

• At the end of the day, write down the six most important things you have to do the next day.

• Put them in order of importance.




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• Begin with first and stick with it until you can go no further, then go on to the second.

• When you finish a task, cross it off and enjoy your sense of accomplishment.

• Carry over the tasks you didn't finish to the next day.

Now, take a moment, and using the list provided, write down your priority tasks for tomorrow.

Money Management Your most important steps in money management are to open a separate bank account, and keep accurate up-‐to-‐date expenses and income records. The forms provided in your showcase will greatly simplify record keeping.

Open a Separate Business Account

Nothing will make your money management easier than to have a separate bank account for your Mary Kay business. By not mixing business and personal funds, you will have a true picture of your income. It will help you know when to take profits and make it easier for you to keep track of your business expenses. You may want to put "Beauty Consultant" or "Special Account" on your new checks. Please don't use the words "Mary Kay" , "Mary Kay Cosmetics", or "MK".

Deposit all your Mary Kay income, including cash sales and sales tax in your business account (many Consultants call it their "pink account") . Your deposits will become an official record of income for tax purposes. Using this account, as much as possible, for paying business expenses gives you a record of each item for tax purposes and greatly simplifies paperwork.

Many Consultants carry petty cash for their business expenses in an envelope separate from their own funds. Replenish this petty cash with funds from your business account. Remember to pay only your business bills with your business account. After your business is on a profitable making basis, you will write yourself a pay check from this account. Spend that money as you wish.

All businesses need capital to start up and run on. Some new Consultants prefer to start their business account with a bank loan for their initial inventory purchase. This helps establish credit for them and reinforces money management discipline.

As you hold skin care classes, you can pay back the loan and buy more inventory from your class income, and your business will be firmly established

You can also order your initial inventory with your Master Card or Visa. You may wish to use a separate MasterCard or Visa charge account for your business. A Mary Kay Chase Visa is available for Mary Kay Beauty Consultants. Learn more online on Mary Kay InTouch. This charge card can be used to charge your wholesale product order when you need to increase your inventory. They can also be used to charge your miscellaneous business expenses.

Using a credit card will allow you to place your order when YOU want to . This is especially important during valuable product promotions and Company contest. For maximum benefits, order the day after your statement closing day each month. This gives you the maximum amount of time to pay off the balance through retail sales, and helps you to establish a regular order cycle each month. Using a credit card exclusively for business expenses also helps keep track of expenses and any interest paid.




!18

Don’t forget, however, to keep track of inventory and purchases, particularly when using credit card to order product from the Company. You don’t want to endanger your credit rating by exceeding the credit limit on your credit card.

All credit card orders will be authorized by the company when your order is placed. If authorization is denied, you will not receive credit for contests or production for that order until an alternate form of payment is received or your authorization clears. For this reason, be sure to keep track of your credit balance and place credit card orders at least a week before deadlines, if possible, so any problems can be cleared in time for you to receive credit.

Keep Income and Expense Records

Many Consultants use two large envelopes each month for income and expense records. At the end of the year, the records you have collected in these envelopes will provide the information you need for calculating income tax.

Recruiting

When you recruit, you share the wonderful opportunities of a Mary Kay career with others. You also enhance your own opportunities for professional satisfaction, advancement and income, as you will receive a 4 percent, 9 percent and 13 percent based on your personal recruits’ wholesale purchases from the Company as long as both you and your recruits are active. You will find thorough information about this commission in your Advance Brochure on Mary Kay Intouch under Resources.

Recruiting brings you the pleasure of working with business associates of your choice in a special relationship-‐right from the beginning of your new career. You will have the fun of sharing ideas, information and training with them. And, in addition, you have the opportunity to earn the use of a VIP car.

Just as your recruiter and Director will help you, so will you have the opportunity, as Mary Kay says, “to take a new recruit by the hand and show her how”

The unique aspects of a Mary Kay way of life will help you in recruiting. Remember, with Mary Kay there is no need for prior experience in sales and your hours are completely flexible. Even with the many roles a woman is called upon to fulfill today, there is still time for Mary Kay: as a full-‐time career, part time job or even a second job.

After all, what other company considers your priorities (and those of your recruits) to be God, family and career -‐ in that order?

Begin Recruiting Today

You will find recruiting prospects everywhere: among your friends, relatives and acquaintances; at skin care classes and facials; among persons with whom you might casually discuss your Mary Kay career. Your recruiting prospect will be the kind of person you would be proud to have accompany you to your next skin care class.

Begin now with the people you listed as booking prospects. Go back and review that list. Who might like to share your career? Who has been looking for a job? Who might need extra income? Who would benefit from the motivation and personal growth that a Mary Kay career offers?

Put another star or “happy face” beside the names of the recruiting prospects on your list. When you talk with them, simply explain what has made you enthusiastic about a career with Mary Kay. Chances are, they will respond to the same opportunities.




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Have you heard remarks like these?

“My job is so boring.”

“No one appreciates me.”

“I just love working with people.”

“Nine to five jobs just aren’t for me.”

“I really need opportunity for more advancement in my job.”

“I love challenges.”

“You really seem to love what you do.”

“I wish ‘they’ would pay me what I’m worth.”

“It’s so difficult to juggle my job and family responsibilities.”

“I’m looking for a job with plenty of self-‐fulfillment and opportunity for growth.”

Listen carefully for opportunities to tell how a Mary Kay career solves these problems.

Bring a friend to Unit Meeting

Invite a friend to accompany you to your unit meeting and introduce her to your Director. Participating in the enthusiasm, helpful atmosphere, and fun of a unit meeting is perhaps the best introduction possible to Mary Kay for a Prospective recruit.

You will be making a special effort to attend each week’s unit meeting. Why not make it another goal to invite one friend to accompany you each week?

Study your “Start Something Beautiful” and Silver Wings Program on Mary Kay InTouch to build your knowledge about your career and the advancement opportunities available to you and your new recruits. The more you build on your own knowledge, the better you will be able to pass it on to others.

Four-Point Recruiting Pan As you hold more and more skin care classes, you will find them to be your main source of recruits. Approach each class with the goal of recruiting one person from it (book two and recruit one) and follow Mary Kay’s four-‐point recruiting plan:

1. Before every class, ask your hostess, “Who is coming today who might be interested in doing what I do?” You will want to follow up after the class, during your individual consultations.

2. Put on a heartfelt, enthusiastic recruiting talk during the opening remarks of your class. You may want to tell your own story of why you became a Beauty Consultant and what is has meant to you.

3. Select one person at the class (the outstanding personality present) and offer her your career.

4. Offer the hostess a merchandise gift for any person she suggests who becomes a Consultant. Don’t forget to ask her!

Packet designed by EdensSite.comPacket designed by EdensSite.com





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When Observing Your First Class Appearance: Your appearance determines the first impression you’ll make! Double-‐check your makeup, hair, nails and hose. Always wear a dress, suit or skirt combination to skin care classes. You are a professional Beauty Consultant and you want to project this image!

ReConfirming a class: Please telephone the Beauty Consultant a few hours prior to the class you are to observe. Should the skin care class have been postponed since she last talked with you, this call will eliminate the Consultant’s having to contact you or you making an unnecessary trip.

Class arrival time: If you do not accompany the experienced Consultant from her home and you arrive at the hostess’s home before she does, it is recommended that you wait in your car until the Consultant arrives. That way, you won’t be going into the hostess’s home without first being properly introduced. When the Consultant arrives, you can act as her assistant by helping her take her cases in and unpack. As well, you should help her clean her case and put everything back in order after the skin care class.

Where to sit at the class: You should select a chair where you can observe the Consultant at all times but not be in a place that interferes with her class procedure.

Conversation: While you are observing, please refrain from questions and comments. Only one Consultant should be conducting the class! Even if you think the Consultant forgot something or your opinion differs, it is better to make notes of questions and ask her after the class. Take lots of notes!

The Sales Ticket At the end of the class, the guests will have the opportunity to purchase products from you. You’ll use the sales ticket (included in your Starter Kit) to record information about each customer, the date, items purchased and their prices, the sales tax, any applicable fees and the total amount purchased. It is your sales record. Here’s what you should do with each copy of the sales ticket. (The customer gets the last 2 pieces of the sales ticket).

• The original (pink copy) is for your files.

• Part 2 is also the consultant copy.

• Part 3 is an additional copy for the customer if needed (has Notice of Cancelation on back)

• Part 4 and the back page can be given to the customer-‐ (4 has the Notice of Cancelation and the last page has the guarantee printed on it.

It’s also a good idea to transfer the guests’ purchases to the back of their customer profile so that you have a record of what products they’re using for future follow-‐up. for record keeping purposes, you can use the hostess’ sales ticket to record the product or hostess gift selected.

You’ll want to keep your copies of the sales ticket for each class clipped together until you fill our your Weekly Accomplishment Sheet. Here is what a sales ticket looks like after you’ve made a sale:

CC# and exp date goes in the boxes on the upper right hand side if they would like to pay with a credit card. Otherwise, they make a check out to you or pay cash. (or a little of each :)




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Power Start Plus Tracking

Use Sales Tickets for all of your customer orders! Fill it out in it's entirety to be able to provide

your customers the best customer service!

Always get your customers’ signature when they pay with a

debit or credit card.

Weekly Accomplishment Sheet The Weekly Accomplishment Sheet provides you with an organized way to keep track of your weekly business. It allows you to summarize income from appointments, Internet sales, reorders, the Preferred Customer Program

and miscellaneous sales. One side of the Weekly Accomplishment Sheet gives a picture of the past week’s activities and income. This should be done online each week and emailed to your Sales Director.

Congratulations!! You have completed your New Consultant Training and are ready to build a strong, sustainable, profitable,

business.

Enjoy the journey! There will be ups and downs, its part of building any business, but it is more about how you deal with those ups and downs that will determine your future. My one piece of advice that I could give to you:

Never Give Up!!! I am so excited to work with you along the way :)

The following pages are tracking sheets and additional guides to help you be

successful, as well as a page of motivation and inspiration for you.

Hope & Belief,Your Proud Sales Director

Janelle

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Power Start Plus Tracking

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15 Faces in your first 2 weeks, earn the Perfect

Start Charm!

30 Faces in your first month, earn the Power

Start Charm!

Complete your Power Start & share the opportunity with at least 6 people, earn

the Power Start Plus Charm!




Pearls of Sharing Tracking In your first month of your new Mary Kay business, you can earn the beautiful pearl earrings, pearl bracelet & pearl

necklace for sharing the opportunity and building your personal team! Mary Kay Ash, our company founder, asked us that we PASS IT ON. By participating the Pearls of Sharing Program, you will be passing on Mary Kay’s Legacy and will

be building your business at the same time!

Share the opportunity with three people, earn your PEARL EARRINGS!

NAME: DATE Interest Level

____________________________________ ______________________ 1 2 3 4 5

____________________________________ ______________________ 1 2 3 4 5

____________________________________ ______________________ 1 2 3 4 5

Share the opportunity with three more people, earn your PEARL BRACELET!

NAME: DATE Interest Level

____________________________________ ______________________ 1 2 3 4 5

____________________________________ ______________________ 1 2 3 4 5

____________________________________ ______________________ 1 2 3 4 5

When you have your first team member, you will complete your set and earn your PEARL NECKLACE!

NAME: __________________________________________ DATE: __________________________



!24

Name PhoneBest Way to Reach Text / Call

(Circle One)

1 ( ) Text Call

2 ( ) Text Call

3 ( ) Text Call

4 ( ) Text Call

5 ( ) Text Call

6 ( ) Text Call

7 ( ) Text Call

8 ( ) Text Call

9 ( ) Text Call

When you list the names and phone numbers of your friends or family members, they will receive a fabulous

free makeover.

Fabulous

CONTEST: Be the FIRST to Fill in all lines and win a fabulous gift!

Free Makeover to your friends and Family!

9 ( ) Text Call

10 ( ) Text Call

11 ( ) Text Call

12 ( ) Text Call

13 ( ) Text Call

14 ( ) Text Call

15 ( ) Text Call

16 ( ) Text Call

17 ( ) Text Call

18 ( ) Text Call

19 ( ) Text Call

20 ( ) Text Call

Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________Your Full Name: _________________________________ Date:____________________

Please be assured that I treat each friend or family member with the utmost care and respect! Thank

you for supporting my small business!

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The$KEY$Questions$$Proects$Info:$

Name:$_____________________________________________

Telephone:$_________________________________________$

Email:$_____________________________________________

via$Sean$Key,$May$5,$2012$revamped$and$edited$by$EdensSite$122014

Date:$$____________________________________________$

Time:$____________________________________________

1.$Tell$me$a$little$more$about$yourself$(i.e.,$family,$job,$hobbies,$etc.).$**Note$to$Consultant**$Be$mindful$of$what$is$mentioned$first$&$most$often.$

Refer$to$Exhibit$A:$DISC$for$Team$builders.$______________________________________________________________________________$

________________________________________________________________________________________________________$

2.$What$do$you$like$mot/least$about$your$current$job?___________________________________________________________$

________________________________________________________________________________________________________$

3.$What$puts$a$smile$on$your$face?$$__________________________________________________________________________$

________________________________________________________________________________________________________$

4.$Tell$me$about$a$time$when$you$feel$successful.$What$did$you$like$most$about$that?$$________________________________$

________________________________________________________________________________________________________$

5.$FastOforward$a$year$O$what$unfulfilled$dream$would$you$like$to$have$come$true$that$you’re$not$living$now?$Where$are$you$

with$achieving$that$goal?$__________________________________________________________________________________$

________________________________________________________________________________________________________$

6.$Let$me$tell$you$a$little$about$myself$&$why$I$love$I$do!$________________________________________________________$

________________________________________________________________________________________________________$

7.$What$did$I$share$with$you$$that$impressed$you$the$most$today?_________________________________________________$

________________________________________________________________________________________________________$

8.$If$you$knew$that$we$could$teach$you$everything$you$need$to$know,$is$there$any$reason$why$you$wouldn’t$give$this$a$try?$

________________________________________________________________________________________________________$

________________________________________________________________________________________________________$

Fill$out$the$Beauty$Agreement$and$Schedule$Orientation$:)$Or,$if$she$says$not$now,$invite$her$to$the$next$Success$Event.$

INTRODUCTION:$

$I$have$some$basic$questions$for$you.$

$There$is$no$right$answer$O$just$the$honest$one.$

$And$know$that$I$will$love$you$regardless.$

Agenda$for$the$Call:$Introduction,$KEY$Questions,$Close$

Note$to$Consultant:$$

• Listen$MORE,$talk$LESS.$Remember:$W.A.I.T$(Why$am$I$Talking?)$

• Relate$the$responses$to$some$aspect$of$the$Mary$Kay$business$opportunity$based$on$

the$DISC$chart.$(i.e.,$if$she$talks$about$her$family,$then$focus$on$how$her$own$Mary$

Kay$business$will$allow$her$to$provide$for$or$spend$time$with$her$family.$$

• When$presented$with$objections,$flip$it$and$focus$on$‘selling’$the$prospective$team$

member$her$own$dream$O$that$she$has$communicated$to$you$during$this$interview.



!27

Your Career Opportunity








Your Career Opportunity Your Career Opportunity No where else will you find a company that will give you the support we will. We offer: Quality Training Self Employment Benefits Program Company Promotions and Prizes Direct Support to Your Customers

Areas of Income Several avenues of income are available to you. By setting your financial goals, you can start your own

path to success.

Skin Care Classes and Facials _________% - The highest direct sales commission paid in the United States. An average class is approximately $ _______________ A class is approximately ____________ hours. Average income per hour is $ ______________. Reorders _________% - Our product is consumable like sugar or bread, so reorders become a large part of our income. An average customer (using the TimeWise skin care plus a few glamour items) will reorder approximately every _______ months or $ ___________ within a year. Dovetails _________% - When you are unable to hold a class, another consultant will hold it and pay this dovetail fee directly to you since you actually booked the class. This area of income gives you the freedom to put your family before your business. This also gives you the opportunity to double book. Recruiting This is paid directly from the company in the form of a commission check. It is never taken out of the new recruit’s pocket. This will continue for as long as the recruit and recruiter are active with the company. __________% - ___________ qualified recruits __________% - _____ or more recruits __________% is possible. Car You and your team can earn a beautiful new car. Directorship __________% - Director’s commission is paid to the unit director from the company based upon the unit’s monthly wholesale production. It comes in the form of a bonus check—never taken from the consultant’s pocket. Becoming a Director can be the most exciting and challenging time of your career.



!29

Motivation & Inspiration Not only is it important to stay plugged into our Unit Meetings, Special Events and Company Events, but it is just as important to stay plugged in when you’re at home and on the go! Below are incredible motivational and inspirational conference calls, books, cds, etc for you to check out. Just 15 minutes or more a day of something inspirational will change your business.

Million $ Message

Learn from Top Directors who are all daughters of National Sales Directors! Save this call number and access code in your cell phone to dial in daily when you’re on the go! New Calls Monday-‐Saturday, about 15 minutes each. These are INCREDIBLE calls with tips and motivation from the best in our business, you won’t want to miss these daily calls.

Call Number (641) 715-‐3900 Access Code: 44336#

Pearl Power Call

Learn from Top Directors and National Sales Directors in the Pearl Seminar! Learn tips and tricks to help your business, stay motivated and learn it right from the top of our company!

Call Number (641) 715-‐3900 Access Code: 27616#

Suggested Audio or Books:

The Mary Kay Autobiography which comes in your Starter Kit

The Mary Kay Way by Mary Kay Ash

Audio Trainings on InTouch, under the Education tab

Incite CD Series, a monthly subscription you can sign up for under MK Media Source on InTouch. Each month, you’ll receive two FABULOUS CD’s with training from National Sales Directors in our company.




Documents

Hope Unit NC Packet 2 Success Guidehopeunit.weebly.com/uploads/7/4/6/2/7462854/hope... · !6 Conducting a Facial In,some,cases,a,customer,may,prefer,to,have,a,single,facial(one,person)or,a,double,facial(two,people)rather,